Data.com Connect Presents: Ralph Barsi - Hiring & Attracting Top Sales talent

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HIRING FORTHE MODERN SDR

Ralph BarsiSr Director, Sales Development

in/ralphbarsi @rbarsi

#connectwebinar

75%of employed Americans

are actively lookingfor another job

Source: Jobvite, bit.ly/jobvite-survey @rbarsi#connectwebinar

75%of employers

struggle to attractthe top people they need

Source: OfficeVibe, bit.ly/officevibe-stats @rbarsi#connectwebinar

What you seek is seeking you

Quotes: Rumi, Ralph Barsi @rbarsi#connectwebinar

Work hard to be the best, andyou will attract the best

@rbarsi#connectwebinar

bit.ly/HiringSDRs_Betts

BettsRecruiting.com

Carolyn Betts

Team up with the best (to find the best)

@BettsCEO

Set expectations in the recruiting phase

#connectwebinar @rbarsi

Reputation must precede youConstantly build the brand: company, SDR’s, & you

Another great quarter! Go Giants!

@rbarsi#connectwebinar

Once you find them, SDR’s want to grow~2 years! So much to do, such little time (Onboarding & Development)

1. Assign a mentor (senior rep) AND a buddy (peer)

2. Illustrate inbound & outbound, through a playbook

3. Provide enablement tools that help SDR’s win

4. Continually train the team (certifications rule!)

5. Send SDR’s to the field (sales calls w/ AE’s, events)

6. Elect a “shop steward” – this breeds leadership

7. Team meetings: Weekly + agenda + brief (<30 min)

8. Show them a CAREER PATH (Ding! Ding! Ding!)

@rbarsi#connectwebinar

Show SDR’s a lighted path…Year 1

Master Sales Development

Year 2Prepare to become an AE

One-year anniversary

meeting!~

*Retrospective**Hat in the ring?*

*Dialogue*

Month 1-6 Month 7-12 Month 13-18 Month 19-24

Hit ramp-up goalsComplete formal onboardingConnect w mentor & buddyLearn ICP, competitive landscape Get certified on deckStrategize w AE’s (territory plan)Learn sales enablement toolsBuild social brand & presenceLearn inbound & SLALearn outbound cadenceWork w sales intelligence toolsApply methodologies (JB, Challenger)

Hit monthly goalsShadow 3 different deptsSocial selling cadence Plan field eventsDevelop business trip acumenArticulate pricingParticipate in forecasting calls Attend x Discovery calls per monthReceive certification on customer stories (min of 5)Prepare & deliver QBR’sJoin 2 industry associations or groupsRead Exceution, Good to Great, & Agile Selling

Comprehend RFP componentsTighten alignment w AE’s

- 2 onsite visits / month- Complete 1 co-piloted deal

Coordinate 1 territory event / qtr.Work w Sales Enablement

- Forecasting- Territory assignments

Lead 4 or more lunch ‘n learnsMentor 1 SDR that achieves qtr. goalGet certified on 10 customer stories

Demonstrate proficiency in:- Qualification- Discovery- Objection handling- Pricing discussions- Negotiation- Territory management- Coordinating field events- Presentation (1:1, group)- Inbound, outbound- Branding, social selling

This is an example for a hybrid SDR

@rbarsi#connectwebinar

If you STILL struggle to find ‘em

This tweet got referrals within 1

hour. 3 weeks later, the role

was filled.

Out of frustration over candidates, this article was

published.

Source: bit.ly/NailSDRInterview

Thank you!

Ralph BarsiSr Director, Sales Development

in/ralphbarsi @rbarsi

#connectwebinar